June 26, 2024

Call List Management Strategies to Optimize Your Leads

Call List Management Strategies to Optimize Your Leads

Building a leads list is only a small part of converting people into customers. Successful campaigns need carefully curated lists that connect the right lead with the right message at the right time. Call list management strategies can put you on the right track to meet those goals.

How can call list management benefit your outbound contact center? Keep reading to learn more.

What Is List Management?

List management includes several strategies developed to improve the results of outbound campaigns. Essentially, these techniques let you take greater control of your lead lists so you can use your time more wisely and convert more people.

The precise list management methods you use might vary depending on your industry, who you want to convert, and other factors. As long as they make your lists more successful, they’re doing their jobs well.

Strategies to Manage Your Lists

Since list management matters so much to the success of lead-conversion campaigns, managers and sales reps should take time to learn about some of the most effective options.

Capturing Leads

Capturing leads generates a wealth of information that can be used to improve list management and develop campaigns that convert your target audience.

Today, it’s important to use ethical lead-generation strategies that boost your brand’s integrity while converting more people. Collect data from diverse lead sources, such as landing pages, signup forms, newsletters, and in-person events. Then, you can use the data to pair leads with relevant campaigns.

Scrubbing Lists

Always scrub your lead lists to meet compliance standards. You need to remove any phone numbers listed on the National Do Not Call (DNC) Registry.

Additionally, you should scrub lists to remove numbers on the Reassigned Numbers Database (RND) to ensure you don’t contact someone with a former lead’s number.

Segmenting Lists

Your company might have a list that includes thousands of leads. Obviously, not all of those people want the same things or will respond to the same kinds of messages. That’s where lead segmentation comes in.

Segmentation breaks down leads by characteristics that matter to your campaign. For example, you might want to generate different lead lists based on the contacts’ age, location, or level of education.

Let’s say your company wants to sell life insurance. People in their 30s will likely want more life insurance coverage than those nearing retirement. By segmenting your lists, you can focus on leads that are more likely to convert. You can also write different sales scripts that acknowledge the needs of people at various stages of life.

Prioritizing Leads

You can’t reach every lead you collect. But you can prioritize high-value leads and choose dialing strategies likely to convert those people.

Setting priorities benefits your campaign in multiple ways. You might try to contact those at the top of your list several times because converting them will generate the most revenue. On the other hand, you can limit the amount of effort your team puts into converting low-value leads.

Additionally, lead prioritization can help you assign top leads to your best sales representatives. You wouldn’t want to give an extremely valuable lead to a new team member. Without prioritization, though, you don’t know which agent has the most valuable leads.

How Data Hygiene Helps Dialing

Your contact center doesn’t need to waste time dialing uninterested leads. It makes more sense to focus on people truly interested in your products and services.

Just as importantly, dialing uninterested leads makes it more likely that your phone number will get flagged or blocked by annoyed consumers.

Scrubbing lists is an important part of data hygiene, but you should also take additional steps. You can help secure your brand’s reputation and increase conversions by updating the contact information in your CRM and integrating as many of your software applications as possible to ensure uniform data.

Also, keep in mind that the FCC recently closed a lead-generation loophole that let multiple companies use leads collected by a single entity. Now, your company must use leads that you collect. If a consumer has given permission for another business to contact them, you can’t assume your business has permission to use their contact information.

CallTools Live Filters

CallTools’ Live Filters can make list management much easier and more dynamic. Live Filters can change your lead lists throughout the day—roughly every 15 minutes—to optimize outreach efforts. For example, a Filter for State Calling Hours & Holidays prevents your dialing software from calling people outside of allowed times. Since some states have set their own legal calling hours, the filter will remove leads from the list until your reps can call them without violating regulations.

Once you add the filter, you don’t need to manage the call list. The contacts get added and removed according to the filter’s logic.

With CallTools, you can add up to 20 Live Filters for active list management. It saves time, improves accuracy, and helps your sales agents convert more leads.

Would you like to see Live Filters in action? Request a free, personalized demo to experience the benefits of Live Filters and other CallTools features.

See how Call Tools can support your enterprise today!

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